Partners in Excellence

MAY 1, 2024

.” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. Both of us embrace all sorts of technologies very quickly, as an example we both are actively developing AI based tools. But every once in a while we get on a call to discuss “What’s happening in selling?

Technology 117

Technology Technology CRM Pipeline 117

Iannarino

AUGUST 2, 2021

We are evolving our approaches too slowly and need to innovate faster. In particular, the standard “sales process” sought to provide a blueprint for success, a repeatable formula to ensure that every salesperson could win deals. You need to make sales. You need help now. A Process Past Its Prime.

Process 330

Process Sales Clients Conversion 330

Veloxy

NOVEMBER 16, 2022

What we have for you here will get you as close as possible to improving your cold outreach— five FREE proven cold email templates! In this post, we’ll cover five cold email templates we empower our users (salespeople) with to help them increase their sends and response rates. The Holiday & Weekend Cold Email.

Cold Call 246

Cold Call Territory Campaign Clients 246

Partners in Excellence

APRIL 8, 2024

The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary?” This combined with other data showing win rates at less than 20%. ” With managers going along with this, saying, “More top of funnel focus!” We are reaping the results of what we have sowed.

Quota 119

Quota Trust Pitch Up-sell 119

Partners in Excellence

NOVEMBER 6, 2023

Sometimes our success limits our thinking about what we could be achieving. We think we are doing well, but we really should be doing so much more. I’ve written, often, about how we “settle” for win rates of 15-20% and are happy achieving our growth goals.

Territory 144

Territory Growth Presentation Meeting 144

Partners in Excellence

APRIL 2, 2024

.” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. Without this, we wander aimlessly, perhaps without understanding what we are trying to achieve. We orient all our activities to getting that order.

Customers 124

Customers Closing Presentation Product 124

Partners in Excellence

APRIL 9, 2024

It’s trite to say we live in worlds of growing complexity. But…… To often, I think much of the challenge we face is self inflicted. We tend to make things more complex or more difficult than they need be. We face higher levels of burnout, unhappiness, and mental health issues.

CRM 128

CRM Technology Technology Pipeline 128

Partners in Excellence

NOVEMBER 2, 2023

We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more!” We talk about pipelines. The universal response to anemic pipelines is, “They need to do more prospecting!” We see plummeting win rates.

Pipeline 113

Pipeline Meeting Technology Technology 113

Partners in Excellence

SEPTEMBER 19, 2023

By social feeds are filled with connection requests suggesting, “I’d like to tell you how we can guarantee and endless stream of high quality leads… ” In addition to all the techniques suggested for filling the top of our pipelines, AI is here to save us! The most obvious and least addressed is improving our win rates!

Pipeline 109

Pipeline Tradeshows High impact Technique 109

Salesforce

MAY 9, 2024

Regardless of your learning style, we have deep technical AI and data learning opportunities for everyone. While the org expires after 14 days, you can create as many as you need to keep your learning going. Plus, you’ll be entered for a chance to win* a Dreamforce 2024 pass or #BuiltWithEinstein T-shirt.

CRM 142

CRM Technology Technology Start-ups 142

Martech

MAY 6, 2024

These seemingly conflicting desires present a difficult question: How do we deliver personalized experiences to our customers while ensuring that data privacy is front and center? This is likely a change we would’ve had to embrace with or without Google’s cookie deprecation. Consumers are driving the privacy issue.

Customers 112

Customers Trust Campaign Closing 112

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. In work, we constantly look for shortcuts. Some of the time is we are overburdened, we need to find a more efficient way of doing things. Sometimes, we need to compress the time to results.

Pipeline 130

Pipeline Drivers/motivators Technology Technology 130

Search Engine Land

SEPTEMBER 1, 2023

He explained: “Essentially we want to make search engines’ lives easier by using these techniques because as a result, they will reward us with our content ranking higher in the SERP and we’ll have more interaction from searchers.” How do we communicate most effectively with search engines?

Click Through Rate 142

Click Through Rate Engineering Presentation Technique 142

Martech

APRIL 29, 2024

The age-old marketing question: Should we prioritize activity or results? In pursuit of activity In the activity corner, we’ve got the folks who believe that consistent effort is the secret sauce to long-term success. Companies that get too caught up chasing those shiny, short-term wins? They’ve got a point.

Strategize 105

Strategize Negotiate Follow-up Growth 105

Partners in Excellence

AUGUST 22, 2023

All totaled we have large, diverse sample sizes. The conclusions are reinforced across everything we studied. It turns out the singular secret to selling success is “Build more pipeline!” If we don’t have enough pipeline, we simply won’t make our numbers. ” So that’s it.

Sell 107

Sell Pipeline Prospecting Up-sell 107

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. I’m afraid too many people will latch onto that concept and miss the real point of this post which is the revenue/growth potential we lose.

Customers 119

Customers Objectives and Key Results Growth Objection handling 119

PandaDoc

MAY 9, 2024

The four factors of sales velocity are number of opportunities, average deal value, win rate, and sales cycle length. Well, the higher the value, the more money your business generates due to a combination of variables. More opportunities don’t necessarily mean a higher sales velocity. So what does sales velocity mean?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Search Engine Land

MAY 6, 2024

So if you want the bullet points, here’s my best attempt: A mentor : Mark understood the world and how to win within its parameters better than anyone. He invested so much time in helping others hone public speaking chops, as well as how we interact with people. We’ll do what we can to add in those missing pieces.

X-functional 116

X-functional Sports Represent Start-ups 116

Partners in Excellence

OCTOBER 4, 2023

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” ” If we achieve our growth/revenue goals, we think we are doing well. Too often, however, we could/should be doing much better. We are underperforming the potential.

Quota 120

Quota Growth Sell Process 120

Sales Hacker

FEBRUARY 21, 2024

They convert better than any other sales channel and afford a more natural and authentic sales process. This is where the concept of Warm Intro Navigator (“WIN”) was born. Brian Murray (Partner at Craft Ventures & CEO of Cabal) and I were brainstorming how we could fix this referral logjam. We decided to go bigger.

GTM 78

GTM Referrals Networking Represent 78

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We face issues we may not have experienced before.

Customers 124

Customers Quota Up-sell Conversion 124

Search Engine Land

JANUARY 26, 2024

Winning and losing clients is part of the agency business. Managing client transitions seamlessly As a search agency, you are always trying to win new business. It’s even harder in a space where the difference between winning and losing is so slim. Winning is great, but you never only win. New business is hard.

Clients 93

Clients Referrals Trust Pitch 93

Partners in Excellence

NOVEMBER 7, 2023

On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing. These would, through some magic, always align with the customers’ very structured process, Problem Definition, Needs Definition, Evaluate Alternatives, Select/Buy A Solution.

B2B 132

B2B Up-sell Contract Start-ups 132

Search Engine Land

APRIL 15, 2024

We will also: Dive into the nuances of brand mentions. These mentions require more sophisticated tracking methods but offer valuable insights into the broader brand landscape and still impact share-of-search. Monitoring and engaging with these mentions offer valuable insights into public perception and user needs.

Manufacturing 107

Manufacturing Real Estate Strategize Territory 107

Martech

JANUARY 26, 2024

Winning your clients’ loyalty brings you much more revenue. Satisfied customers don’t just come for more, they’ll spread the word about you. This means you need to take into account all of them. But they often don’t even care whether their company might need this product or service. Short-term contracts.

B2B 119

B2B Customers Appointment Objectives and Key Results 119

Search Engine Land

MARCH 6, 2024

Crafting winning ads is crucial for attracting the right audience, enhancing brand visibility and driving business growth in today’s highly competitive paid search landscape. As we navigate an AI-driven world, we must adapt our strategies to create impactful ads that resonate with their target audience.

A/B testing 120

A/B testing Campaign Networking Engineering 120

Search Engine Land

APRIL 24, 2024

Prabhakar Raghavan, the head of Google Search, expects his team to move more quickly and in different directions as part of a new “cost” and “operating reality.” Costs: Google is “spending a ton more on machines” due to generative AI. That’s not the way we should be functioning.” Why we care.

Growth 107

Growth Sports Promote Meeting 107

Search Engine Land

APRIL 26, 2024

You might see a huge surge or drop, but it’s more likely that you’ll see a smaller fluctuation. While this is a good indication of how a core update has impacted your site’s visibility in the SERPs, you’ll need to dig deeper to really understand the update’s effects. When one site goes up, another is always displaced.

X-functional 120

X-functional User Experience UX Follow-up 120

Martech

DECEMBER 6, 2023

From defining core needs to mastering emotional intelligence, here is a roadmap to navigate the nuances of vendor dynamics. Company dynamics, product needs and personalities involved change year over year. Defining and communicating your needs is crucial when preparing for vendor negotiations. Usage and/or a needs assessment.

Negotiate 108

Negotiate Price Contract Represent 108

Martech

JANUARY 12, 2024

As we slide into 2024, B2B marketing leaders face new challenges: deals are harder to close, budgets are shrinking, and expectations are rising. It’s a challenge beyond being more efficient with limited resources. We must rethink what it means to be effective in marketing. But is safety really what we need right now?

B2B 130

B2B Construction Strategize Growth 130

Martech

MARCH 6, 2024

If you could increase your revenue from email just by sending messages more often, you’d do it, right? So, what’s stopping you from communicating more often? I know why many email marketers hesitate to send more messages and it has nothing to do with revenue. Are you in business to get more opens and clicks?

Campaign 105

Campaign Drivers/motivators Start-ups Follow-up 105

Search Engine Land

SEPTEMBER 7, 2023

TikTok is the search engine of choice for more than half of Gen Z and influences their purchase decisions more than any other platform. Why we care. Although TikTok isn’t a web search engine like Google, you need to be visible whenever and whenever users search for relevant topics, your brand/business or your products.

Engineering 144

Engineering Trust Promote Product 144

SalesProInsider

SEPTEMBER 1, 2022

But your actions and activity need to be centered. Statements such as these show the lack of winning mindset: “ I hope this all works out.”. “I Or “I’ve been at this so long, people are afraid I won’t be around when they need me most.”. YOU have more control than you think, and it starts with your thinking.

Drivers/motivators 126

Drivers/motivators Gaming Technology Technology 126

Martech

APRIL 18, 2024

Leaders in the adtech industry gathered to discuss new tools and strategies that lead to more sustainable digital advertising. Why we care. For broader adoption of environmentally friendly digital advertising, it is crucial to promote the tangible benefits of green media products more vigorously,” Skinazi said. “As

Transportation 105

Transportation Finance Strategize Promote 105

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. Dig deeper: Where B2B brands win and lose on customer retention Let’s review the best retention marketing strategies for B2B. Luckily, B2B retention marketing differs significantly from consumer retention efforts that rely heavily on discounts and perks.

B2B 122

B2B Cross-sell Pharmaceutical Account management 122

Sales Hacker

NOVEMBER 17, 2023

In SaaS, we all know the value of failing fast. Avoid These 3 Things 3 pitfalls to avoid when growing and scaling a sales team 1) Thinking that more sales headcount = more revenue This is a pitfall and simply not true. I’ll be the first to raise my hand and say: I’ve made plenty of mistakes. Let’s get into it.

GTM 107

GTM Pipeline Strategize Strategic planning 107

Partners in Excellence

JANUARY 29, 2024

Let’s imagine we had a game show, a group of CROs and we are giving them the choice to select what’s behind Door # 1 or Door # 2. We seek to get the prospect to a demo then close them. If you choose:… ” Door #1: Win rates are roughly 17%. ” Why do we refuse to change?

GTM 88

GTM Quota Presentation Up-sell 88